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Page 1
1. Delivering effective business presentations is one of the most important ways that
business professionals gain visibility in their organization.
A) True
B) False
2. Business and professional presentations are forms of presentational speaking.
A) True
B) False
3. Three of the most common business and professional presentations are sales proposals,
staff reports, and progress reports.
A) True
B) False
4. Presentations are unique to the classroom environment.
A) True
B) False
5. Presentational speaking is less formal than public speaking.
A) True
B) False
6. Public-speaking audiences tend to be self-selected or voluntary participants, and they
regard the speech as a onetime event.
A) True
B) False
7. The motivated sequence, sometimes called the basic sales technique, offers an excellent
means of appealing to buyer psychology.
A) True
B) False
8. The audience for a proposal will always be a large group.
A) True
B) False
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9. A proposal can be quite lengthy or relatively brief.
A) True
B) False
10. A staff report informs managers and other employees of new developments that affect
them and their work.
A) True
B) False
11. A progress report is similar to a staff report.
A) True
B) False
12. There is no set pattern of organization for a progress report.
A) True
B) False
13. Recent research reported by the Harvard Business Review suggests that mobilizers are
more likely to be able to persuade their colleagues to accept their recommendations.
A) True
B) False
14. The audience for a staff report may be an individual.
A) True
B) False
15. The frequency of progress reports usually depends on the length of the project.
A) True
B) False
16. The International Communication Association has developed the Code of Ethics for
Professional Communicators.
A) True
B) False
Page 3
17. Staff reports are delivered only to members of an organization—never to those outside of
it. A) True
B) False
18. The _____ organizational pattern is valuable for sales proposals in which the buyer must
choose between competing products.
A) problem-solution
B) comparative advantage
C) refutational
D) motivated sequence
19. Sales proposals, staff reports, and progress reports are examples of
A) public speaking.
B) presentational speaking.
C) conversational speaking.
D) ethical speaking.
20. Dennis gave a presentation that attempted to convince management of a financial firm to
purchase the new accounting software he had developed. What type of presentation did Dennis
give? A) a technical report
B) a staff report
C) a sales proposal
D) a progress report
21. Beatrice informed her colleagues about the phone systems she had investigated. She then
recommended that the company purchase a particular system. What type of presentation did
Beatrice give?
A) a proposal
B) a staff report
C) a case study
D) a progress report
22. A proposal that has been solicited by a potential client is called a
A) requisition.
B) request for proposal.
C) proposal solicitation.
D) call for proposal.
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23. Marco will be heading up a new call center for his company. His manager has asked him
to address his colleagues with the details about this new department—how it will function,
where it will be housed, and how many people will be hired to staff it, among other things. What
kind of presentation will Marco give?
A) a proposal
B) a progress report
C) a staff report
D) a sales pitch
24. Yvette has been asked to attend the staff meeting of a team in her department to talk
about the status of her team's work on a related project. What type of presentation will Yvette
give? A) a staff report
B) a sales pitch
C) a proposal
D) a progress report
Answer Key
1. A
2. A
